One of the essential IoT marketing techniques you should master is the ability to identify clients that will waste your time and not use your services. Determining if a potential client is going to buy is a critical step in the sales process that needs to be identified early on. If you are talking to a client that has no intention of buying, you are wasting your time that can be better spent with a serious client that’s really interested.
Here are a few common clients that need to be avoided, as they are well-known for not being serious buyers and will ultimately lead you nowhere:
1. The Applicant
An applicant is typically someone that has signed up to use your product during a trial run but is not interested in the long-term use of your services. Asking them why they signed up for your services is an excellent way to identify their intentions, and you will discover that they are only interested in learning about your product but will not be a recurring customer.
2. The Hobbyist
These clients will have an interest in the use of your technology but do not need for it in their day-to-day operations. They will spend a lot of time asking various questions, but you will soon find out that they are only attaining information without an intent to purchase your product.
3. The Student
The vast majority of students are not buyers. Typically, they are doing research for a specific class and are not interested in the long-term use of your services. For example, many students are interested in the inner working of IoT technology but will not have a use for it in their personal lives.
4. The Cheapskate
These are one of the worst clients as they are not interested in the use of your services but are only interested in finding the best deals available. Every question they ask will be related to the price and they will continually try to find ways to get a much better deal or discount. Ultimately, it is best to make it clear that you are not settling for discounts, as they will not be able to attain a cheaper price.
5. Slow Burner
This potential client is already locked into a contract and they will be unable to use your services in the near future. Instead, they are attaining information to potentially use your product once their deal is complete. These are not bad prospects, but it is important not to spend too much time with them, as they will not be able to use your services anytime soon.
6. Dead on Arrival
These people have already chosen a solution and are only researching your services before they make a final decision. No form of IoT marketing will be able to change their mind to use your services. They may ask for a quote and try to use this as leverage against another company. Typically, it is best to shorten the conversation as soon as possible, as they have no intention of using your product.
7. The Researcher
These clients are only interested in learning more about your product. For example, they may be interested in the various uses of IoT technology but do not have a personal need for it. They are not a decision maker. Instead, they are learning on behalf of someone else or another company.
As you can see, identifying these traits in potential clients is an invaluable IoT marketing strategy. Understanding the various clients will help you understand which customers to seek out and which ones that need to be avoided. Over time, you will be able to easily identify these specific client traits that will enable your company to save much needed time and money. Understanding the various types of clients will give you a leading edge over your competition and is a great marketing resource.